Securing referrals to grow your practice

Marketing for lawyers usually involves referrals. In fact, as a lawyer, you probably gain most of your instructions from referrals, either through your colleagues, business associates or existing clients.

The practice of law is very different from the business of law.

When he first started practising law, Michael Siri, says his main focus revolved around the actual practice of law. But, he says, he now focuses on the business of law which doesn't deal with elements of a cause of action or a three-prong test used by the court, but with making sure that the lights are on and the clients are happy. Here is an extract from his article published in 'Generation JD, A blog for young lawyers'.

Are you a networker supreme or a professional visitor?

Like most lawyers I get a lot of my work through referrals, so it makes sense to build networking into my marketing strategy because it is a good source of lead generation, which is especially true if you are good at it. Even if you enjoy networking, let’s be honest, not one person attending these events is there for a day out and to meet new friends. Each and every one of us is there to personally gain from the experience.

This is a short and engaging video blog promoting David Monk’s book. It highlights the received wisdom that lawyers are not great at marketing and throws them a lifeline.

David Monk is Director of Market Law and has written a book designed to assist law practices in facing the challenges of the impact on legal services, it considers the changing landscape the need to develop their brands in their market, grow organically by selling horizontally i.e. seeking more recommendation, and growing vertically , that is, selling more to existing customers.

Selling more services to existing customers is without doubt the easiest, cheapest and most successful option to grow your legal practice says Nick Samson of Samson Consulting.

Nick Samson has produced a huge range of legal marketing articles which talk a lot of sense, ‘some from his monthly newsletter, others from his articles published in the Law Society Gazette, The Solicitors Journal or other legal publications.’